Sales & Service

Measuring and driving performance is something that I see in sales departments but not in most service departments. However, I can tell you that the most profitable and successful dealers track Read More

One of the initial questions I field with every newly retained client engagement is which CRM we at Strategy Development recommend?  Typically they are asking this question due to the fact that Read More

When Michael Jordan came out of retirement for the second time, he said he needed the competition — the chance to prove himself against younger players — more than the money.  I know Read More

I had this experience during an account planning session (APS) with a client and one of his sales people this week.  The session wasn’t going well, one, because the rep showed up unprepared and Read More

Conflicts between sales and marketing can become so severe that neither department is able to function optimally. The source of this conflict usually stems from the fact that sales and marketing Read More

(Editor’s note: Although this article targets office supplies dealer, it should be of interest to any dealer selling supplies in addition to imaging technology.) I know. It’s a slow recovery, but Read More